telephone prospecting

Voicemail Is a Powerful Selling Tool Only If You Know How to Use It

by Jeff Beals | Jul 5, 2019 | Professional Skill Development, Prospecting

“Telephone prospecting is a waste of time, because all I ever do is leave voicemails. Nobody ever answers the phone.” That’s what a sales rep told me last week during one of my workshops. His comment was not unique. I hear those words all the time. Few topics in the...

Harness the Power of Referrals to Make Prospecting Easier

by Jeff Beals | Jul 30, 2018 | Prospecting, Referrals

By Jeff Beals A client of mine once needed help opening a branch office in a different city. I called a commercial real estate company owner I knew in that town. The owner connected me with one of his young sales reps who was excited to receive the referral. The...

The Bad Words You Should Never Use in a Sales Call

by Jeff Beals | Jun 8, 2018 | Prospecting, Sales Presentations

By Jeff Beals During the summers in high school and college, I worked as an outbound telemarketer. I hated it, but because I was a good salesperson, it paid a lot more than the typical summer job. For four hours each evening, I’d sit in a call center with 150 other...

How to Get Glowing Testimonials & Valuable Referrals

by Jeff Beals | Mar 9, 2017 | Sales Motiviation

By Jeff Beals The sales manager got a lead on a nice piece of business. It was big enough of a deal that he assigned two sales reps to the account: Julie and David. Those two had worked together many times and had landed more than their share of big deals. As...

Book Review: Everything You Need to Know about Sales Prospecting

by Jeff Beals | Sep 5, 2016 | Sales Motiviation

By Jeff Beals Prospecting is not something you do when you don’t have anything else to do. It is not something you do when you suddenly find yourself without enough customers. Prospecting is perpetual. So says globe-trotting sales expert Mark Hunter in his new book on...

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Voicemail Is a Powerful Selling Tool Only If You Know How to Use It

Harness the Power of Referrals to Make Prospecting Easier

The Bad Words You Should Never Use in a Sales Call

How to Get Glowing Testimonials & Valuable Referrals

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